JOBTITLE: Director, Physician and Provider Relations, Surgical Specialist
GENERALSUMMARY OF DUTIES: The Director, Physician andProvider Relations, Surgical Specialistis responsible for developing and retaining customer relationships to drive businessgrowth for key hospital surgical service lines.The specialist works as an extension of operating room/cath lab/procedurallyfocused service lines and hospital leadership to grow hospital volumes. Thesecustomers are primarily surgeons but can also include: CEOs of outreachhospitals, EMS leadership, free standing ER/urgent care leadership and staff,advanced practice providers, surgical leadership, and physician office staff.The surgical specialist represents a key leadershiprole in the hospital and is proficient in working within an integrated salesorganization.
SUPERVISOR:Reports to Division Vice President of Physician and Provider Relations. Matrixedreporting relationship to hospital CEO.
DUTIESINCLUDE BUT ARE NOT LIMITED TO:
Develops and executes strategicplans to grow hospital volumes, including inpatient admissions, outpatientservices and surgical volumes.
Engages with surgeons in the OR,fully understands OR protocols and procedures, and is recognized as an expertin surgical services.
Evaluates market data and financialinformation for primary facility service lines in collaboration withleadership, to identify priorities, create data-driven customer target lists,call cycles, and develop sales plans with measurable results.
Identifies barriers andcommunicates to leadership using CRM system. Is responsible for IssueResolution processes and works to implement solutions and completes follow-upmeetings to gain or retain business.
Actively prospects for new businessand growth in hospital environment
Using internal and external dataand resources, develops an understanding of surgical and procedural serviceline attributes, trends and opportunities to develop a clear service linestrategy and growth plan with measureable results.
Builds data-driven business casesfor strategic growth proposals such as physician recruitment/employment,service line development, equipment purchases or foot-print expansion andproactively presents to facility leadership
Demonstrates deep understanding ofthe clinical operations within the surgical services area; including but notlimited to OR protocols, general OR terms and roles of the surgical servicesstaff.
Understands and is able to workwell in the surgical services department within the facility.
Develops understanding ofcustomer’s business and challenges, and uses that understanding to developsales plan and customer focused solutions.
Develops and maintainscollaborative relationships with department directors and builds teamstrategies for volume growth and retention.
Identifies critical activities andtasks, effectively allocates time to consistently meet or exceed productivityexpectations; develops and maintains a call cycle and routing plan.
Executes sales strategies and monitorseffectiveness of sales plan and modifies strategies and activities as necessarybased on measurable results. Educates customers on services offered by facilityand effectively conveys benefits of the business relationship. Completes consultativesales meetings with customers to gain a thorough understanding of customer needsand requirements.Consistently uses CRMsystem to track activities.
Prepares and present sales reportsas required by leadership to identify trends, additional business opportunitiesand obstacles to business growth.
Participates in annual strategicbusiness planning and leads medical staff development/succession planning
Executes strategic physician engagementprojects, including but not limited to the Physician Engagement Study, MedicalStaff Planning, and Physician Referral Panel programs
Understands and adheres to companypolicies with respect to the sales function. Adheres to company code ofconduct. Completes all ongoing trainingrequired for the position.
KNOWLEDGE, SKILLS & ABILITIES
CustomerFocus – Creates customer focused practices toensure that the customer perspective is the driving force behind businessdecisions and activities.
DrivingExecution/Results – Ability to translate initiativesinto action and creates accountability in self and others.
CompellingCommunication – Communicates in a focused andcompelling way that drives thought and action..
BuildingStrategic Relationships – Ability to effectivelycommunicate complex strategy to all customer bases to achieve goals..
EffectiveAdministrative Skills – Ability to prioritize and managetime to ensure appropriate resource allocation and optimization.
EmotionalIntelligence – Establishes and sustains trustingrelationships in the context of a complex political environment.
BusinessAcumen – Clearly understands facility anddivision opportunities and leverages that understanding to reach goals.
SalesAbility/Persuasiveness - Uses appropriate interpersonalstyles and communication methods to gain acceptance of facility services fromcurrent and prospective customers.
HCA offers a 401K with matching and many other competitive benefits